Case Studies
Client description: A global roller bearing manufacturer
Practice area: B2B/Industrial
Industries involved: Pulp & paper, roller bearings, metals, MRO services
Services applied: Qualitative research; strategic positioning
Business challenge: Global roller bearing manufacturer need to identify and sizeup the opportunity for spherical roller bearings in the pulp & paper industry in order to make a decision about the investment of resources into this sector and to develop the go-to-market strategy.
Our approach: Over 300 qualitative interviews with customers, lost customers and potential customers, competitors, MRO providers, and supply chain partners in North America, South America, Europe and Asia; the development of a propriety market sizing model and database, and a full competitive analysis.
The deliverable: A comprehensive report of findings; recommendations for a go-to-market strategy; a profile of ancillary businesses that could be acquired, and a proprietary market sizing model.
The result: The decision was made to invest the necessary resources into this market sector; target acquisitions were executed, and a value-based marketing and pricing model for predictive maintenance was introduced.